Houston expert breaks down how B2B companies should leverage data for growth

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How you can use your data to improve your marketing efforts. Photo via Getty Images

When focusing on revenue growth in business to business companies, analyzing data to develop and optimize strategies is one of the biggest factors in sales and marketing success. However, the process of evaluating B2B data differs significantly from that of B2C, or business to consumer. B2C analysis is often straightforward, focusing on consumer behavior and e-commerce transactions.

Unlike B2C, where customers can make a quick purchase decision with a simple click, the B2B customer journey involves multiple touchpoints and extensive research. B2B buyers will most likely discover a company through an ad or a referral, then navigate through websites, interact with salespeople, and explore different resources before finally making a purchasing decision, often with a committee giving input.

Because a B2B customer journey through the sales pipeline is more indirect, these businesses need to take a more nuanced approach to acquiring and making sense of data.

The expectations of B2B vs. B2C

It can be tempting to use the same methods of analysis between B2C and B2B data. However, B2B decision-making requires more consideration. Decisions involving enterprise software or other significant business products or services investments are very different from a typical consumer purchase.

B2C marketing emphasizes metrics like conversion rates, click-through rates, and immediate sales. In contrast, B2B marketing success also includes metrics like lead quality, customer lifetime value, and ROI. Understanding the differences helps prevent unrealistic expectations and misinterpretations of data.

Data differences with B2B

While B2C data analysis often revolves around website analytics and foot traffic in brick and mortar stores, B2B data analysis involves multiple sources. Referrals play a vital role in B2B, as buyers often seek recommendations from industry peers or companies similar to theirs.

Data segmentation in B2B focuses more on job title and job function rather than demographic data. Targeting different audiences within the same company based on their roles — and highlighting specific aspects of products or services that resonate with those different decision-makers — can significantly impact a purchase decision.

The B2B sales cycle is longer because purchases typically involve the input of a salesperson to help buyers with education and comparison. This allows for teams to implement account-based marketing and provides for more engagement which increases the chances of moving prospects down the sales funnel.

Enhancing data capture in B2B analysis

Many middle-market companies rely heavily on individual knowledge and experience rather than formal data management systems. As the sales and marketing landscape has evolved to be more digital, so must business. Sales professionals can leave and a company must retain the knowledge of the buyers and potential buyers. CRM systems not only collect data, they also provide the history of customer relationships.

Businesses need to capture data at all the various touchpoints, including lead generation, prospect qualification, customer interactions, and order fulfillment. Regular analysis will help with accuracy. The key is to derive actionable insights from the data.

B2B data integration challenges

Integrating various data sources in B2B data analysis used to be much more difficult. With the advent of business intelligence software such as Tableau and Power BI, data analysis is much more accessible with a less significant investment. Businesses do need access to resources to effectively use the tools.

CRM and ERP systems store a wealth of data, including contact details, interactions, and purchase history. Marketing automation platforms capture additional information from website forms, social media, and email campaigns. Because of these multiple sources, connecting data points and cleansing the data is a necessary step in the process.

When analyzing B2B data for account based marketing (ABM) purposes, there are some unique considerations to keep in mind. Industries like healthcare and financial services, for instance, have specific regulations that dictate how a business can use customer data.

Leveraging B2B data analysis for growth

B2B data analysis is the foundation for any sales and marketing strategy. Collecting and using data from multiple sources allows revenue teams to uncover gaps, trends, and opportunities for continued growth.

Acknowledging what’s different about B2B data and tracking all of the customer journey touchpoints is important as a business identifies a target market, develops an ideal customer profile, and monitors their competitors. Insights from data also single out gaps in the sales pipeline, use predictive analytics for demand forecasting, and optimize pricing strategies.

This comprehensive approach gives B2B companies the tools they need to make informed decisions, accelerate their sales and marketing efforts, and achieve long-term growth in a competitive market.

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Libby Covington is a Partner with Craig Group, a technology-enabled sales and marketing advisory firm specializing in revenue growth for middle-market, private-equity-backed portfolio companies.

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A Houston startup is bringing all the dogs to the yard. Photo courtesy of Fido

New Houston-based specialty pet supply company aims to pamper your pooch

good dog

Considering that Americans will reportedly spend $109.6 billion on pets this year, according to new data, it really pays to be discerning when buying. Now, Houston dog owners can stay local when shopping for their fur babies.

Houstonians Brad Madrid and Bobby Dwyer have launched Fido, a new e-commerce pet wellness brand. Available all over Houston, Texas, and indeed, the nation,

Fido products will initially start with Chill Chews and Clear Ears, both of which are scientifically formulated and aim to provide relief and comfort, per a press release. Products are lab-tested and veterinarian-approved, per the company.

Anxious pups may benefit from Chill Chews, which make training, traveling, and everyday life smoother and are said to help pets relax. The Clear Ears, meanwhile, is composed of natural ingredients such as eucalyptus and aloe and is meant to keep pets’ ears clean and clear of any wax, debris, fungus, and bacteria.

“As a professional dog trainer and breeder, I’ve worked with hundreds of dogs which has allowed me to develop a deep understanding of how dogs think and function,” said Dwyer in a statement. “Through my profession, I’ve discovered a need for products to ensure canines’ health and wellness, and it’s our mission to provide great products to make good boys even better.”

Brad Madrid and Bobby Dwyer have launched Fido, a new e-commerce pet wellness brand. Photo courtesy of Fido

Madrid and Dwyer aren’t just business partners but also brothers-in-law. Bringing science to Fido, Madrid boasts a background in pharmaceuticals, while Dwyer brings canine know-how with his experience as a dog trainer.

Both hope to see their business grow by leaps and bounds. Products are available for purchase on the website and shipping is available nationwide. Plans for products to be sold in local pet stores, as with international shipping available in the future.

If current data is any indication, Madrid and Dwyer are in the right business. A survey of 2,000 dog and cat owners found that 52 percent of respondents said they spend more money on their pets than they do on themselves each year, per GoBankingRates.

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This article originally ran on CultureMap.

Here's the latest news from Cart.com. Photo via cart.com

Houston e-commerce startup makes C-suite appointment and acquisition

growth mode

In the past week, Houston-based Cart.com has made some big moves on its tech startup journey — including another strategic acquisition and new hire.

The end-to-end e-commerce-as-a-service provider, which recently raised a $98 million series B round of funding, announced Tony Puccetti as the company's new chief delivery officer following the acquisition of 180Commerce, a leading online sales partner.

Puccetti, who joins Cart.com from digital consultancy Blue Acorn, will manage all client deliverables for the company. Puccetti also previously served as general manager and senior vice president over e-commerce, strategym sales, and more at Onestop Internet.

"I've spent my career championing fast-growing brands in the retail space, so I recognized instantly that Cart.com's ability to deliver seamless end-to-end e-commerce support and services was a true gamechanger," Puccetti says in a news release. "I'm thrilled to be joining the team, and I'm looking forward to helping deliver the services and technologies that brands need to grow their business and realize their full potential in today's omnichannel world.

Cart.com hired Tony Puccetti as the company's new chief delivery officer. Photo via LinkedIn

Omair Tariq, Cart.com CEO, says Puccetti has the talent and experience the company's clients need.

"Cart.com has built a reputation for making big, bold promises — then delivering on them, and exceeding our customers' expectations as they scale their e-commerce brands," continues Tariq in the release. "We're delighted to be welcoming Tony to the Cart.com family, and we're looking forward to working with him to transform the tech-enabled commerce space for merchants of all sizes."

The news of Puccetti's appointment follows news of California-based 180Commerce's acquisition by Cart.com. The company was founded in 2016 following DSW's acquisition of Shoe Metro, the largest Amazon footwear reseller. According to the news release, leaders from Shoe Metro formed 180Commerce "to bring their expertise directly to brands through a tech-enabled agency service model." The company provides its clients with data-driven and tech-enabled retail strategies, tools, and resources.

"The 180Commerce value proposition has always focused on helping consumer brands grow long-term revenue and profitability by optimizing and streamlining their marketplace strategies. By joining with Cart.com, we're bringing that vision to a far wider audience while continuing to expand our offering to the brands we serve with the powerhouse of offerings Cart.com provides," says Jason Stuempfig, founder of 180Commerce. "We share Cart.com's vision for a no-hassle, fully integrated e-commerce ecosystem, and I'm delighted to be starting this new chapter in the 180Commerce story."

The acquisition means a merging of clients, services, and staff between the two companies. 180Commerce's full team will be onboarded to Cart.com under Stuempfig's leadership.

"We're thrilled to welcome the 180Commerce team into the Cart.com family as we continue to expand our offering of commerce everywhere," Tariq says in the release. "Jason turned 180Commerce into a success story by being relentlessly focused on delivering results for brands, while creating a powerful company culture in which everyone is valued. That's exactly the combination we look for at Cart.com — especially when it's paired with a commitment to using data and technology to streamline and optimize e-commerce and marketplace functions for fast-growing brands in every corner of the world."

This acquisition is the latest in a series for Cart.com. Previously, the company has acquired AmeriCommerce, Spacecraft Brands, DuMont Project, and Sauceda Industries.

"Acquisitions are central to Cart.com's growth strategy, and with the addition of 180Commerce we're underscoring our commitment to expanding into new areas and building out best-in-class capabilities across the full spectrum of e-commerce sales channels such as marketplaces," says Saheb Sabharwal, chief strategy officer at Cart.com, who leads all M&A activity, in the release. "We're looking forward to working with Jason and the 180Commerce team to drive new value for Cart.com's thousands of loyal users. We have a great process in place to integrate new companies into the Cart.com ecosystem, and we're actively seeking additional M&A opportunities as we augment our solutions for brands."

Remington Tonar, chief commercial officer and co-founder at Cart.com, also recently told InnovationMap of the company's plans on a recent episode of the Houston Innovators Podcast. Heading into the holidays, where potential new clients will be focusing on delivering on orders and sales, Tonar says Cart.com is expecting a busy 2022 in terms of growth. In a lot of ways, the COVID-19 pandemic played a major role in the development of e-commerce and, by extension, Cart.com.

"The pandemic has played a role in overall accelerating the growth of e-commerce as a category and an industry. That growth was going to happen anyways, but it made it more ubiquitous faster," Tonar says. "It's just commerce now. This is just how people purchase and consume things."

Stream the full podcast below.

New York City-based Vroom employs more than 900 people in the Houston area. Photo courtesy of Vroom

E-commerce company focused on car sales revs up for Houston expansion

vroom, vroom

Vroom, an e-commerce platform for buying and selling used vehicles, is driving up its presence in the Houston area.

The publicly traded company recently established a "last-mile hub" in Stafford where Vroom workers will inspect, detail, and place temporary tags on all cars being delivered or picked up in Texas. The hub is expected to serve nearly 7.1 million motorists in more than 455 ZIP codes within a 75-mile radius.

New York City-based Vroom employs more than 900 people in the Houston area. Aside from the new hub, local employees work at the company's reconditioning center, executive offices, and Texas Direct Auto and Sell Us Your Car locations. The hub is housed within Vroom's 293,000-square-foot reconditioning center. The reconditioning center alone employs almost 400 people.

Leaders of the new hub include Mary Kay Wegner, Vroom's chief logistics officer, and John Piatak, vice president of transportation.

"As Vroom's business continues to grow, we're committed to investing in the Houston area, from expanding our physical footprint, to hiring more local workers, to offering new services for our valued customers," Wegner says in a news release.

In the Houston area, the number of vehicles purchased from Vroom surged 144.6 percent from the first half of 2020 to the first half of 2021, the company says. The number of vehicles sold to Vroom in the Houston area soared 624.4 percent during the same period.

In fiscal 2020, Vroom sold 34,488 cars, up 82 percent from the same period a year earlier. Last year, the company posted revenue of nearly $915.5 billion, up almost 56 percent from the previous year.

"As the used vehicle market continues to embrace the e-commerce model, we will continue to execute our plan and invest in scaling our business and improving our customer experience as we transform the market for buying and selling used vehicles," Vroom CEO Paul Hennessy said in a March news release.

Vroom, founded in 2013, debuted as a public company in June 2020. As a private company, Vroom scooped up $1.3 billion in funding.

Last month, Vroom agreed to buy auto lender United Auto Credit for $300 million. Newport Beach, California-based United Auto Credit specializes in auto loans for buyers with spotty credit records.

Houston-based Cart.com, which equips e-commerce businesses with a suite of software services, has raised $45 million in venture capital investment since its founding in September. Photo via cart.com

Houston-based e-commerce software startup and Amazon competitor raises $25M in its series A

Money moves

An end-to-end e-commerce services provider based in Houston has closed its series A round of financing led by a Houston venture capital group.

Cart.com announced the closing of its $25 million led by Houston-based Mercury Fund and Florida-based Arsenal Growth with contribution from Austin-based Moonshots Capital and Ohio-based Scarlet Venture Fund. The new round follows its $20 million Seed round led by Amsterdam-based Bearing Ventures.

The company was founded last September by two former entrepreneurs — Omair Tariq, former executive at Home Depot and COO of Blinds.com, serves as CEO and Jim Jacobsen, co-founder and former CEO of RTIC Outdoors, serves as executive chairman.

"We know the pain points brands face in the e-commerce value chain because we have experienced them firsthand. We built Cart.com to solve those problems and deliver unequaled value for brands from a single platform," Jacobsen says in a news release.

The duo wanted to create a suite of software solutions that allows brands to "grow their e-commerce capabilities with less friction than the fragmented plug-in and vendor intensive approach available today," according to the release.

"The current e-commerce offerings favor the service providers, not the brands," Tariq says in the release. "We are on a mission to flip that dynamic and put the sellers back in charge of their e-commerce journey and their customer relationships. Our team will continue to obsess over our brands' success, so they can obsess over their customers. This is what will create tremendous long term shareholder value and be the true measure of our success."

The e-commerce-as-a-service, or ECaaS, company will use the funds to grow to meet increasing customer demand and hire new team members. Per the release, Cart.com has an "aggressive growth strategy" and has already made five acquisitions to date, including storefront software platform AmeriCommerce, a storage supplies business with fulfillment services across the country, and two digital marketing agencies.

"Competition in the e-commerce market is reaching a precipice, and only those companies with the pedigree, vision, technology and the been-there-done-that perspective will be able to truly shift the surge away from market monopolies and provide power back to the brands themselves to the benefit of the businesses and their customers," says Blair Garrou, co-founder and managing director at Mercury. "Our financial commitment illustrates our confidence in the mission and strategy of Cart.com. The team assembled has incredible opportunity to be a true market leader and pioneer ECaaS in the e-commerce services space."

Houston-based GoExpedi is growing its presence in the Northeast with a new warehouse. Photo by Colt Melrose for GoExpedi

Houston e-commerce startup expands with new procurement center

Scaling up

A growing e-commerce tech company headquartered in Houston has a new industrial and energy MRO (maintenance, repair, and operations) warehouse in Pittsburgh, Pennsylvania.

The new procurement center will help GoExpedi meet the increasing demand the company has been seeing in the Northeast.

"We're excited for our new Pittsburgh warehouse as the location was carefully selected to boost access for our upstream, midstream and downstream clients for vital operational products. Our expansion in the Northeast is a major milestone for our growing company and will serve as the starting point for our national push," says Tim Neal, CEO of GoExpedi, in a news release.

The new facility is GoExpedi's sixth warehouse since 2017 — previous locations were in Texas, Wyoming, and California. And, according to the release, the company has several more in the works.

"This is a monumental step in becoming the leading national supplier of efficient, reliable, and cost-effective MRO products for all industrial sectors," he continues. "We look forward to growing our presence, adding talent, and working with more energy customers in the months ahead."

Last fall, GoExpedi raised $25 million in its series C in order to grow and scale operations. The company has raised over $75 million in total investment, according to Crunchbase.

In a recent InnovationMap interview, Neal attributes the growth of GoExpedi to the tech-savvy and younger workforce that's growing in the industrial and energy scene. With more and more people adapting to the tech and convenience of ordering commercially on Amazon and other retailers, these people want that in their professional lives too, he says.

"The mission for us is to make procurement of these (MRO) goods simple and efficient," he says. "We wanted to take a tech-first approach, really make sure people getting these things, but then also track what they're spending to help them more effectively run their business."

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Houston ranks among world’s top 30 emerging startup ecosystems

Startup Status

Long known as the Energy Capital of the World, Houston also ranks among the world’s top 30 emerging startup ecosystems, according to a new report.

The report from Startup Genome, a research and advisory organization, doesn’t assign a specific numeric ranking to Houston’s startup ecosystem. Rather, it puts Houston in the ranking range of 21 to 30 for emerging ecosystems. Startup Genome weighed factors such as early-stage funding, performance and talent to identify the top emerging ecosystems.

Houston also gained notice for being one of the world’s 20 emerging ecosystems with at least four unicorn startups in the past 10 years. Houston and nine other ecosystems each had four unicorns.

According to StartupBlink, a startup research platform, Houston’s startup ecosystem grew 24 percent in 2025, with over 1,300 startups and total startup funding exceeding $808 million. StartupBlink places Houston at No. 46 among the world’s top 100 startup ecosystems.

In a recent post on LinkedIn, David Horsup, executive in residence at the Rice Alliance Clean Energy Accelerator, wrote that Houston “has all the ingredients to be wildly successful if it stays true to its differentiated pillars that drive the economy — energy, medical, and aerospace.”

Mumbai topped Startup Genome’s list of emerging ecosystems, followed by Istanbul, Madrid, Salt Lake City-Provo and Barcelona. After Salt Lake City-Provo, the top U.S. ecosystems were Phoenix, Detroit, Minneapolis and Las Vegas.

Silicon Valley led Startup Genome’s ranking of the world’s top established ecosystems, followed by New York City, London, Tel Aviv and Boston. Austin landed at No. 18 in this category and Dallas at No. 27.

“For much of the past decade, this report has chronicled the welcome dispersion of opportunity beyond the traditional hubs,” Startup Genome writes. “That trend has not died — but it has been complicated. Capital and scale are consolidating once more, particularly in the United States, and the gap between leading and emerging ecosystems is widening.”

KBR names C-suite duo to lead $5.3B government services spinoff

new leaders

In advance of the spinoff of its Mission Technology Solutions unit, Houston-based KBR has made two C-suite hires for the new business.

Michael LaRouche is coming aboard as president and CEO of the spinoff, currently called SpinCo, on Sept. 26. Nicholas Veasey is joining as executive vice president and chief financial officer on July 1.

“Michael and Nick bring a highly complementary combination of operational leadership, financial expertise, and mission-driven experience, and together they will accelerate our impact for stakeholders,” Stuart Bradie, chairman, president and CEO of publicly traded KBR, said in a news release.

LaRouche currently is CEO of Serco North America, a Herndon, Virginia-based government services contractor. Veasey most recently was CFO of MAG Aerospace, a Fairfax, Virginia-based defense contractor.

SpinCo, a government services contractor, will launch with more than $5.3 billion in annual revenue and 20,000 employees. KBR’s total headcount is around 36,000. Branding for SpinCo, including a formal name, will be revealed in July.

“SpinCo is positioned as a top-tier provider of differentiated technology solutions, anchored by deep mission expertise, global scale, and a relentless commitment to delivering for our customers,” LaRouche says.

After the spinoff, the slimmed-down KBR will focus on its Sustainable Technology Solutions business, a provider of energy and industrial technology that generated $2.5 billion in revenue in 2025. Bradie will remain chairman, president and CEO of the business.

Both SpinCo and the new KBR will be public companies. The spinoff is scheduled to be completed in January.

Experts: Houston's VC ecosystem has set the foundation — now we need scale

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Fervo Energy went public earlier this summer. The Houston geothermal company priced its IPO at $27 per share, raised $1.89 billion, and opened the next morning at a market capitalization north of $10 billion. By most measures, it is the largest venture-backed cleantech IPO in history and an unambiguous win for Houston. It’s also a useful moment to look at where Houston's venture ecosystem stands and where it can go. The highlight: Houston's venture ecosystem has real foundations and, with increased company formation activity, can grow into the scale our city's ambitions deserve.

A Houston energy story in the national recovery

The recent uptick in Houston venture activity follows national trends. U.S. venture deal count contracted roughly 22 percent from its 2021 peak through 2024 before rebounding to about 16,700 rounds in 2025. Houston's 23 percent increase in VC funding from 2023 to 2024 is part of a national recovery of comparable magnitude over the same time window.

The energy sector is where Houston exhibits unique trends—and where the story turns clearly positive. (Houston's strong health and space sectors deserve their own separate consideration.) By deal count, energy-related rounds have accounted for 15 to 20 percent of Houston activity, roughly consistent over the past few years.

By capital, energy's share surged from about 14 percent in 2023 to over 60 percent in 2025, driven by a small number of large Houston-headquartered rounds, primarily in geothermal and related technologies. Fervo is the obvious anchor, but Sage Geosystems, Quaise Energy, Zeta Energy, Vaulted Deep, Applied Carbon and Mariana Minerals have all closed meaningful rounds. Houston is concentrated and accelerating as an energy capital market, an invaluable position to build upon.

From foundation to scale

The institutional pieces are in place. Greentown Labs, Activate, the Ion and others have built sector-specialized infrastructure most cities would struggle to assemble. Fervo itself is an alum of both Activate and Greentown Labs. Mercury Fund closed its $160 million Fund V, its largest ever. Houston Angel Network, GOOSE Capital, Fathom Fund, and broader pre-seed and seed capital coverage are here. The Houston $10 million-plus Series A list now includes 40 rounds since 2021, which break roughly into two eras. While 2021 to 2022 was biotech-heavy, with companies like Sporos Bioventures, RadioMedix, Cellenkos and Coya Therapeutics, 2024 to 2025 has tilted clearly toward energy, climate, and critical minerals, with Vaulted Deep, Applied Carbon, Mariana Minerals, Sage Geosystems and Ignis H2 Energy among them.

What’s less developed is the volume of seed-stage companies flowing into that capital. Imagine a dozen more Fervos coming out of that infrastructure over the next decade, each generating jobs, recycled founder capital, and the next wave of operators and angel investors. That is the kind of opportunity Houston has within reach if we build the company-formation pipeline to feed it. To be relevant on the national stage as a venture market, and to drive an economy the size of Houston's into the 2030s, the city needs to be doing closer to 20 Series A rounds per month rather than per year. That throughput implies roughly 1,000 seed rounds per year, feeding the funnel at a 20 percent to 30 percent graduation rate. Reaching such throughput depends on how many new founders Houston produces and how quickly our innovation ecosystem can help them achieve lift-off.

Houston in context

The comparative picture brings the scaling challenge into focus. Between 2021 and 2024, Houston-area startups closed between 126 and 153 disclosed venture rounds per year, against a national count between 9,854 and 14,125. That places Houston at a little over 1 percent of the U.S. deal count. For comparison, Austin ran about three times Houston's deal count each year.

At the Series A level, Houston closed between 12 and 24 rounds in any given year. The median Houston Series A across the period was about $10.7 million, compared with $15.4 million in San Francisco. Houston founders are raising fewer and smaller Series A rounds than founders in peer metros, which points directly to where Houston has the most room to grow.

The unicorn picture tells the same story. From 2021 through 2025, the U.S. produced 590 venture-backed unicorns. Four were Houston-based: Solugen and Axiom Space in 2021, Cart.com in 2023, and Fervo Energy in 2024. Adding HighRadius from 2020 brings Houston's all-time total to five. Austin added 19 over the same five-year window. The path from here is to make Houston's entries on lists like these less the exception and more the rule.

Where this leads

Houston has a real opportunity to become the deepest, most credible energy and climate capital market in the country, with the company formation, talent and operator density to support it. The data shows the foundation is already in place. Fervo, Solugen and the growing roster of energy-adjacent Series A graduates are proof. Fervo's IPO is the first of what should be many. Houston has not had a venture-backed cleantech liquidity event of this scale before, and the city now has one to reference, recruit against and build on. With increased company formation at the seed and pre-seed stages, a Fervo-scale outcome need not be a generational event in Houston, but instead, it can become part of a chain reaction powering the city's economy.

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Stephanie T. Schmidt, PhD, is the founder of a stealth startup, a Venture Fellow at Energy Transition Ventures, and an Executive MBA candidate at Rice University's Jones Graduate School of Business. Lawson Gow is the Chief Operating Officer of Greentown Labs. The full Houston VC landscape report is available at Energy Transition Ventures and CleanTech.Org.

Sources: Crunchbase, PitchBook-NVCA, Carta
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